Management Consulting Test Bank
Course Introduction
Management Consulting introduces students to the principles and practices of advisory roles within organizations, focusing on diagnosing business issues, formulating actionable strategies, and facilitating organizational change. The course examines the consulting process from project initiation and problem-solving methodologies to client interaction and recommendation delivery. Through case studies, interactive projects, and real-world scenarios, students gain practical skills in analytical thinking, communication, teamwork, and ethical decision-making, preparing them for careers in consulting firms or internal consulting departments.
Recommended Textbook
The Mind and Heart of the Negotiator 5th Edition by Leigh Thompson
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16 Chapters
779 Verified Questions
779 Flashcards
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Page 2
Chapter 1: Negotiation: The Mind and the Heart
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50 Verified Questions
50 Flashcards
Source URL: https://quizplus.com/quiz/43078
Sample Questions
Q1) People who had taken time to focus on values that were not important to them were less likely to focus on valid threats.Hence,their assessments of correlations in the data eventually proved to be erroneous and inaccurate.
A)True
B)False
Answer: False
Q2) A highly experienced negotiator credits his successes solely to his spontaneous gut feeling.His attitude pertains to the myth that ________.
A) negotiations are fixed sum
B) negotiation skills are god-gifted
C) good negotiators rely on intuition
D) experienced negotiators have accuracy
Answer: C
Q3) What do negotiations essentially boil down to?
A) people, communication, influence
B) communication, profits, advertising
C) influence, advertising, design
D) design, communication, profits
Answer: A
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Page 3
Chapter 2: Preparation: What to Do Before Negotiation
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54 Verified Questions
54 Flashcards
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Sample Questions
Q1) After clinching a deal at first shot,a person immediately begins to think of the other alternatives that she could have exercised but did not.What is the person doing in the given situation?
A) conceptual thinking
B) lateral thinking
C) counterfactual thinking
D) critical thinking
Answer: C
Q2) Two negotiators do not see eye to eye in their ideologies and fundamental beliefs.This is known as a(n)________.
A) agreement bias
B) vertical conflict
C) consensus conflict
D) organizational conflict
Answer: C
Q3) A focal point is the pivot for successful negotiations.
A)True
B)False
Answer: False
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Page 4
Chapter 3: Distributive Negotiation: Slicing the Pie
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) The positive difference between the settlement outcome and the bargainer's reservation point is the ________ surplus.
A) reservation
B) target
C) bargaining
D) negotiator's
Answer: D
Q2) Negotiators who make larger and more frequent concessions maximize their slice of the pie,compared to those who make fewer and smaller concessions.
A)True
B)False
Answer: False
Q3) Since a BATNA is based on subjective factors,it is usually not verifiable.
A)True
B)False
Answer: False
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Page 5
Chapter 4: Win-Win Negotiation: Expanding the Pie
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) Explain the criteria under which contingency contracts are effective.
Q2) To be effective,a contingency contract requires that there be ________.
A) no conflict of interest
B) one-time interaction
C) no difference of opinion
D) no enforceability
Q3) Which of the following best describes a false conflict?
A) A conflict that involves people who are interested in solving a problem and are willing to listen to each other. Such conflicts are constructive, support the company's goals, and improve performance.
B) A conflict in which one person's opinions, ideas, or beliefs are incompatible with those of another, and the two seek to reach an agreement of opinion.
C) A conflict in which people vie for limited resources but only one party is successful.
D) A conflict in which people believe that their interests stand at odds with the other party's interests, when, in fact, they don't.
Q4) Describe the multiple-offer strategy for negotiations.
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Page 6
Chapter 5: Developing a Negotiating Style
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) ________ is a hybrid model in which,if mediation fails,the mediator serves as an arbitrator.
A) Final-offer arbitration
B) Arb-med
C) Minitrial
D) Med-arb
Q2) In which of the following procedures do high-level executives in the organization,who have not been involved in the dispute previously,act as lawyers,represent each side and present evidence and arguments that are heard by a neutral judge or advisor?
A) a minitrial
B) a med-arb
C) a final offer arbitration
D) an arb-med
Q3) Which of the following motivation orientations represents a desire to harm oneself?
A) competition
B) altruism
C) masochism
D) individualism
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7
Chapter 6: Establishing Trust and Building a Relationship
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Sample Questions
Q1) Merit-based rule is also known as the ________ rule.
A) equality
B) equivalence
C) equity
D) escrow
Q2) Which of the following is a process negotiators use when they find it difficult to steer the interaction?
A) dispositional attribution
B) the halo effect
C) emotional punctuation
D) the propinquity effect
Q3) Which of the following refers to a method by which things are reduced to a single value so that easy comparison can be made between diverse qualitative and quantitative factors?
A) mirroring
B) market pricing
C) the reciprocal principle
D) dispositional attribution
Q4) Briefly describe the pitfalls of embedded relationships.
Q5) Distinguish between knowledge-based trust and identification-based trust.
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Chapter 7: Power,Persuasion,and Ethics
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Sample Questions
Q1) People with high network power who fill a unique spot within the organizational network by bringing together people,knowledge,and information that would not otherwise be brought together,are called ________.
A) capitalists
B) innovators
C) boundary spanners
D) laggards
Q2) The reactance technique is also known as the ________ effect.
A) boomerang
B) endowment
C) bandwagon
D) pseudocertainty
Q3) Generally,high-status individuals seldom talk,even when they know a lot about the topic.
A)True
B)False
Q4) Negotiators who are suspicious are less effective at the bargaining table.
A)True
B)False
Q5) Discuss the door-in-the-face technique of persuasion.
Page 9
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Chapter 8: Creativity and Problem Solving in Negotiations
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Sample Questions
Q1) Contingency contracts do not allow negotiators to ascertain the veracity of the other party.
A)True
B)False
Q2) A negotiator weighs the pros and cons of every decision she faces with a view to maximizing her returns.What decision-making model is she resorting to?
A) exploratory research
B) content analysis
C) case study
D) cost-benefit analysis
Q3) In which mental model of negotiation does each negotiator try to procure the lion's share of the bargaining zone?
A) capitulating
B) haggling
C) compromising
D) partnership
Q4) Distinguish between inductive and deductive reasoning.
Q5) Briefly explain the rational problem solving model.
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Chapter 9: Multiple Parties,Coalitions,and Teams
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Sample Questions
Q1) Brainwriting capitalizes on the fact that individuals are better at generating ideas but groups are superior in terms of evaluating ideas.
A)True
B)False
Q2) Full-group communication ________.
A) minimizes perceptions of competition
B) is less time-consuming
C) reduces equality of group members' outcomes
D) decreases joint profitability
Q3) Message tuning refers to ________.
A) how the communication media is altered to prevent the interference of noise
B) the process of decoding the message at the receiver's end
C) how senders tailor messages for specific recipients
D) the process of generating feedback for the message
Q4) Majority rule hinders the development of mutually beneficial trade-offs. A)True B)False
Q5) Reciprocal trade-offs are more risky than circular tradeoffs.
A)True
B)False
11
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Chapter 10: Cross-Cultural Negotiation
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52 Verified Questions
52 Flashcards
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Sample Questions
Q1) Direct-indirect communication refers to the basic human motive concerning preservation of the self versus the collective.
A)True
B)False
Q2) What is an attribution error?
A) the tendency to ascribe someone's behavior to external factors, outside the person's control
B) the tendency to favor one's own group over other groups
C) the tendency to ascribe someone's behavior to the wrong cause
D) the tendency to categorize members of other cultures not as individuals but as part of a group
Q3) Which dispute resolution procedure involves disputants retaining control over the final decision,in the presence of a third party guiding the process?
A) adversarial adjudication
B) inquisitorial adjudication
C) mediation
D) bargaining
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Chapter 11: Tacit Negotiations and Social Dilemmas
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50 Flashcards
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Sample Questions
Q1) Which of the following is a characteristic of a noncooperative negotiation?
A) People know in advance what actions will be taken by others.
B) People negotiate via proposals and counterproposals
C) People usually come to the table voluntarily.
D) The contract is tacit.
Q2) A person using the tit-for-tat strategy typically earns more than his or her opponent.
A)True
B)False
Q3) Which of the following statements is true regarding a prisoner's dilemma?
A) A prisoner's dilemma involves more than two parties.
B) In the case of a prisoner's dilemma, the costs of defection are spread out, rather than concentrated on one person.
C) Social dilemmas are riskier than prisoner's dilemmas.
D) As compared to social dilemmas, people in prisoner's dilemmas have less control over the situation.
Q4) Explain how escalation of commitment can be avoided in a negotiation?
Q5) Tacit negotiations are characterized by binding contract.
A)True
B)False
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Chapter 12: Negotiating Via Information Technology
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Sample Questions
Q1) Negotiators interacting through which of the following modes of communication would feel a greater amount of rapport?
A) voice mail
B) videoconference
C) face-to-face communication
D) telephonic conversation
Q2) Which of the following is a key bias that affects the ability of people to negotiate via e-mail?
A) omission bias
B) flaming bias
C) impact bias
D) distinction bias
Q3) As compared to face-to-face communication,memos and business correspondence provide more cues about the context,thereby providing people with a greater awareness of context.
A)True
B)False
Q4) Face-to-face meetings are ideal for wrestling with complex negotiations.
A)True
B)False
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Chapter 13: Are You a Rational Person Check Yourself
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Sample Questions
Q1) ________ rationality focuses on how people make independent decisions.
A) Game theoretic
B) Probabilistic
C) Virtual
D) Individual
Q2) According to the ________,one alternative leads another if it is strictly better on at least one dimension and at least as good on all others.
A) expectation principle
B) regressiveness principle
C) dominance principle
D) symmetry principle
Q3) According to the expected utility theory,we need to be able to compare everything to be truly rational.
A)True
B)False
Q4) The betweenness axiom asserts that gambles that have prizes about which people are indifferent are interchangeable.
A)True
B)False
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Chapter 14: Nonverbal Communication and Lie Detection
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50 Flashcards
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Sample Questions
Q1) Which of the following is a paralinguistic cue?
A) smiling
B) prolonged gazing
C) intonation
D) interpersonal spacing
Q2) Which of the following statements is true regarding illustrators?
A) Usually, when people lie, their use of illustrators increases.
B) Illustrators symbolize certain messages, such as the North American thumbs-up for "okay."
C) Use of illustrators decreases when people are more involved with what is being said.
D) Illustrators are used to help explain ideas that are difficult to put into words.
Q3) Most negotiators regard themselves as truthful and honest and their opponents as dishonest.This indicates a(n)________ bias.
A) anchoring
B) egocentric
C) framing
D) distinction
Q4) Differentiate between monitoring-dependent lies and monitoring-independent lies.
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Page 16
Chapter 15: Third-Party Intervention
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Sample Questions
Q1) A mediator ________.
A) has process control but not outcome control
B) does not have outcome control and process control
C) has outcome control but not process control
D) has both outcome control and process control
Q2) Which of the following third-party intervention styles is characterized by mediators who serve as a channel of communication among disputing parties?
A) formulation
B) manipulation
C) facilitation
D) imposition
Q3) What types of mediation are most preferred by disputants?
Q4) Choose the pair of answers that best completes the following analogy: Mediators________; Arbitrators - ________.
A) informal; formal
B) intergroup; interpersonal
C) formulators; facilitators
D) process-oriented; content-oriented
Q5) Compare and contrast the two major types of arbitration available to disputants.
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Chapter 16: Negotiating a Job Offer
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26 Verified Questions
26 Flashcards
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Sample Questions
Q1) Which of the following is a component of paid leave?
A) stock/equity interest
B) 401k
C) wellness programs
D) training time
Q2) Which of the following is classified as an additional living expense?
A) student loan debt service
B) life insurance
C) income tax
D) vacations
Q3) Potential job recruits should indicate their BATNAs to employers in order to increase the effectiveness of their negotiations.
A)True
B)False
Q4) An analysis of how MBA students react to job offers revealed that job candidates strongly consider how responsive companies are to their questions and whether recruiters are cordial.
A)True
B)False
Q5) Briefly describe a rational strategy to choose among multiple job offers.
Page 18
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